What are the key benefits of using the high-ball technique to persuade your team?

1 Create a contrast effect

The high-ball technique creates a contrast effect, which means that your second request or offer seems more attractive and acceptable compared to your first one. This can make your team feel like they are getting a better deal or a more favorable outcome. For example, if you ask your team to work 10 extra hours a week, and then reduce it to 5 hours after they refuse, they might agree to the lower request because it seems more reasonable and manageable than the original one.

2 Trigger a commitment principle

The high-ball technique also triggers a commitment principle, which means that your team is more likely to comply with your second request or offer because they have already expressed some interest or willingness to cooperate with your first one. Even if they rejected your first request or offer, they might have shown some curiosity or consideration for it, which implies that they are not completely opposed to your goal or proposal. For example, if you offer your team a 10% bonus for completing a project, and then lower it to 5% after they decline, they might accept the lower offer because they have already indicated some interest in the bonus.

3 Boost your team's self-esteem

The high-ball technique can also boost your team's self-esteem, which can enhance their motivation and performance. By lowering your request or offer, you are implying that you value and respect your team's opinions and preferences, and that you are willing to negotiate and compromise with them. This can make your team feel more confident and appreciated, and more likely to reciprocate your gesture of goodwill. For example, if you ask your team to take on a difficult assignment, and then offer them a more manageable one after they resist, they might agree to the easier assignment because they feel that you recognize and acknowledge their abilities and limitations.

4 Avoid a backlash effect

The high-ball technique can also help you avoid a backlash effect, which means that your team might react negatively or defiantly to your request or offer if they perceive it as too extreme or unreasonable. The backlash effect can damage your relationship and trust with your team, and reduce their motivation and cooperation. By making a high initial request or offer, you are setting a high anchor point, which can make your second request or offer seem more moderate and fair. This can prevent your team from feeling manipulated or coerced, and more likely to accept your request or offer as a genuine and sincere one. For example, if you propose a radical change in your team's workflow, and then suggest a more gradual one after they object, they might agree to the smoother transition because they feel that you are not imposing or forcing your idea on them.

5 Increase your team's satisfaction

The high-ball technique can also increase your team's satisfaction with the outcome of your negotiation or persuasion. By agreeing to your second request or offer, your team might feel that they have made a good decision or a smart choice, and that they have achieved a favorable result. This can enhance their sense of achievement and accomplishment, and make them more committed and loyal to your goal or proposal. For example, if you invite your team to join a training program, and then offer them a more flexible and convenient one after they decline, they might agree to the better option because they feel that they have gained a valuable opportunity or a beneficial experience.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?